ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,300 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full. About the Role We are expanding our senior commercial leadership footprint across the United Kingdom to accelerate growth across Airwallex’s full suite of enterprise solutions—spanning global business accounts, FX & treasury, spend management, global payments, and embedded finance. As Senior Director, Enterprise Sales (UK), you will serve as a key regional leader driving our generalist enterprise sales motion. In this high-impact, greenfield opportunity, you will own the end-to-end commercial strategy, build top-tier executive relationships, and close multi-product platform deals across the UK market. You will target C-suite decision-makers (CFOs, CTOs, CEOs, and Heads of Ops) at major UK-headquartered multinationals and high-growth global enterprises, while helping shape the broader regional GTM strategy and playbook as we scale. This role is based in our London office. What You’ll Be Doing Regional Market & Pipeline Growth - Own and execute the UK enterprise sales strategy across all target verticals, driving revenue growth across Airwallex’s full platform product suite. - Build and manage a robust pipeline of high-value enterprise opportunities ($500K+ ARR) through strategic outbound prospecting, executive networks, and partner ecosystems. - Conduct white-space analysis and strategic account planning to target high-potential UK enterprise accounts with complex global financial needs. Executive Engagement & Platform Selling - Build trusted advisor relationships with senior executive buying committees (CFO, Treasurer, CTO, Chief Procurement Officer). - Deliver compelling, consultative C-level presentations and bespoke business cases that demonstrate the ROI of unifying global financial operations on Airwallex. - Champion multi-product solution selling, seamlessly positioning business accounts, treasury, card issuing, spend management, and FX alongside core payments. Deal Orchestration & Commercial Governance - Lead complex, end-to-end deal negotiations—working cross-functionally with Legal, Finance, Risk, and Strategy to structure high-value enterprise agreements. - Partner with Solutions Engineering, Implementation, and Product to execute tailored proof-of-concepts and ensure frictionless client onboarding. - Maintain rigorous CRM hygiene and pipeline governance in Salesforce to deliver accurate regional forecasting to global leadership. Regional Leadership & Strategy - Help define and refine the UK enterprise GTM playbook, sharing market insights and competitive intelligence to influence product roadmaps. - Act as an ambassador and thought leader for Airwallex in the UK market at industry conferences, customer roundtables, and executive events. What You Bring Minimum Qualifications - 12+ years of B2B enterprise sales experience, including 5+ years of leading enterprise teams. - Experience managing managers - Proven track record of consistently exceeding quota on complex, multi-stakeholder UK/EMEA enterprise deals ($500K+ ARR) with long sales cycles. - Broad commercial acumen with deep experience in value-based platform selling and multi-threading across C-suite executives (CFO, Treasurer, CPO, CTO). - Demonstrated end-to-end deal management expertise: pipeline creation, white-space analysis, bespoke contract structuring, and legal/procurement negotiations. - Located in or willing to relocate to London, with the capability to operate in a hybrid office model. Preferred Qualifications - Extensive network of key decision-makers across UK enterprise accounts and target verticals (e.g., Tech, Retail/E-commerce, Travel, Professional Services). - Multi-product expertise spanning global banking, foreign exchange (FX), treasury, corporate card/spend management, or cross-border payment rails. - Experience operating within early-stage regional expansion motions or scaling zero-to-one sales playbooks in high-growth, matrixed tech companies. - Exceptional strategic thinking, resilience, and comfort navigating ambiguity to build structure in a fast-paced environment. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. EQUAL OPPORTUNITY Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

Senior Director, Enterprise, UK, France, Southern Europe

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